Is stress good for negotiation outcomes? The moderating effect of social value orientation

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jimena Y. Ramirez-Marin ◽  
Adrian Barragan Diaz ◽  
Sinem Acar-Burkay
Keyword(s):  
Experimental Studies ◽  
Daily Basis ◽  
Positive Influence ◽  
Value Orientation ◽  
Social Value ◽  
Social Value Orientation ◽  
Content Type ◽  
Interdependence Theory ◽  
The Relationship ◽  
Practical Implications

Purpose Negotiations are often conducted under stress. Previous studies show that stress can help or hurt negotiation outcomes. This study suggests that individual differences explain these effects, and the purpose of this study is to examine the effect of social value orientation (SVO) and stress on negotiation outcomes. Design/methodology/approach Two experimental studies and a pilot investigate the influence of stress and SVO (prosocial vs proself) on negotiation offers and outcomes. The authors’ studies are grounded on social interdependence theory and arousal literatures to explain the effects of stress on negotiation. Findings Stress has a positive influence on integrative offers (S1) and joint outcomes (S2). SVO moderates the effect of stress on joint negotiation outcomes (S2), such that, under stress, prosocials fare better than proselfs. Research limitations/implications Managers negotiating under stress should pay attention to their own as well as the others’ SVOs. Managers could also build their negotiation teams considering this individual difference and favor the presence of prosocials in stressful negotiations. Practical implications The findings have practical implications for managers who are under stress on a daily basis. Social implications This research contributes to managers that need to understand how to reach integrative agreements under stress. This is especially important when negotiators are representatives of employees or companies, as the outcomes can affect many individuals. Originality/value To the best of the authors’ knowledge, this is the first study examining the relationship between stress, SVO and negotiation offers and outcomes.

How face consciousness reverse pro-self-behavior? A study on ecological consumption from the perspective of social value orientation

2018 ◽  
Vol 1 (1) ◽  
pp. 117-144
Author(s):  
Zhuomin Shi ◽  
Lufang Wu ◽  
Zaoying Kuang
Keyword(s):  
Sustainable Consumption ◽  
Group Identification ◽  
Value Orientation ◽  
Social Value ◽  
Social Value Orientation ◽  
Chinese Consumers ◽  
Content Type ◽  
Intercept Survey ◽  
The Relationship ◽  
Chinese Face

PurposeThe purpose of this paper is to focus on ecological consumption and test the effect of social value orientation on ecological consumption. What is more, this paper explores how Chinese consumers choose between prosocial and non-prosocial products under the influence of Chinese face culture.Design/methodology/approachThe authors assume that social value orientation will change individual’s ecological consumption through the in-group identification, and simultaneously predict that the influence in pro-self and pro-social consumer groups will vary. Furthermore, Chinese face consciousness will moderate the relationship between ecological consumption and social value orientation. Online research and intercept survey are employed to collect data. In total, 600 questionnaires were distributed.FindingsThe results indicate that pro-social individuals prefer sustainable consumption than pro-self-individuals, and in-group identification mediates the effect of social value orientation on ecological consumption. Interestingly, pro-self-individuals’ behaviors have changed dramatically by the influence of face consciousness.Originality/valueThe authors discovered that social value orientation has a deep impact on ecological consumption through in-group identification. The authors tested and verified the dominance of Chinese face culture. Besides, four key elements of China’s “face” construct are proposed, namely, holism, synergy, synchronicity and dynamics, which enlarge the horizon of the theory of face.

The influences of social value orientation and domain knowledge on crowdsourcing manuscript transcription

2019 ◽  
Vol 72 (2) ◽  
pp. 219-242
Author(s):  
Xuanhui Zhang ◽  
Si Chen ◽  
Yuxiang Chris Zhao ◽  
Shijie Song ◽  
Qinghua Zhu
Keyword(s):  
Domain Knowledge ◽  
Qualitative Data ◽  
Interactive Effect ◽  
Value Orientation ◽  
Social Value ◽  
Social Value Orientation ◽  
Content Type ◽  
Participant Selection ◽  
Cooperation Level

Purpose The purpose of this paper is to explore how social value orientation and domain knowledge affect cooperation levels and transcription quality in crowdsourced manuscript transcription, and contribute to the recruitment of participants in such projects in practice. Design/methodology/approach The authors conducted a quasi-experiment using Transcribe-Sheng, which is a well-known crowdsourced manuscript transcription project in China, to investigate the influences of social value orientation and domain knowledge. The experiment lasted one month and involved 60 participants. ANOVA was used to test the research hypotheses. Moreover, inverviews and thematic analyses were conducted to analyze the qualitative data in order to provide additional insights. Findings The analysis confirmed that in crowdsourced manuscript transcription, social value orientation has a significant effect on participants’ cooperation level and transcription quality; domain knowledge has a significant effect on participants’ transcription quality, but not on their cooperation level. The results also reveal the interactive effect of social value orientation and domain knowledge on cooperation levels and quality of transcription. The analysis of the qualitative data illustrated the influences of social value orientation and domain knowledge on crowdsourced manuscript transcription in detail. Originality/value Researchers have paid little attention to the impacts of the psychological and cognitive factors on crowdsourced manuscript transcription. This study investigated the effect of social value orientation and the combined effect of social value orientation and domain knowledge in this context. The findings shed light on crowdsourcing transcription initiatives in the cultural heritage domain and can be used to facilitate participant selection in such projects.

Consumer preferences towards animal-friendly fashion products: an application to the Italian market

2020 ◽  
Vol 37 (6) ◽  
pp. 661-673 ◽  
Author(s):  
Mohamed Akli Achabou ◽  
Sihem Dekhili ◽  
Anna Paola Codini
Keyword(s):  
Animal Welfare ◽  
Consumer Preferences ◽  
Consumer Preference ◽  
Value Orientation ◽  
Point Of View ◽  
Social Value ◽  
Social Value Orientation ◽  
Content Type ◽  
Fashion Products ◽  
Attitude Behavior

Purpose This paper aims to examine consumer preference for ethical fashion products by focusing on the importance of animal welfare attribute. To explain the attitude-behavior gap, this research proposes to explore the costs and sacrifices associated with the adoption of responsible behaviors. Design/methodology/approach To analyze in which manner the animal welfare attribute impacts the consumer preference, the authors carried two quantitative studies in the Italy context. The first one (n = 224) proposes to measure the importance of this attribute in the case of luxury vs accessible fashion. The second study (n = 101) examines how the attention given to animal welfare information could vary between prosocials and proselfs. Conjoint analyses that consider “proportion of real fur”; “information about animal treatment” and “price” attributes have been realized. To take into account the individuals characteristics, cluster analysis helped to identify different profiles of consumers. Findings The results reveal that even if consumers continue to prefer products made entirely from animal fur, they are sensitive to the information on the animal treatment conditions. Also, the animal welfare is not the most important criterion in explaining preference for a fashion product. This result varies, however, regarding the consumers’ social value orientation. Individuals with a high level of prosocial values give more importance to the animal welfare attribute and are less reluctant to the reduction of the proportion of real fur in the clothes. Proself consumers associate a higher sacrifice with the consumption of animal-friendly fashion products. Research limitations/implications This research enriches the limited literature on the consumers’ response to animal-friendly products. By considering the consumers’ social value orientation, it provides a better understanding of the attitude-behavior gap in animal-friendly fashion consumption. However, further studies should focus on the way of adapting communication on eco-products to the consumer profile. Moreover, it seems interesting to explore how the integration of innovative environmentally friendly materials can be accepted by the target. Replicating this research with representative consumer samples from different countries is also necessary. Practical implications From a practical point of view, this research offers implications for managers operating in fashion apparel industry by giving insights on the consumers’ preference for animal friendly fashion. Social implications This study gives recommendations to help convincing consumers about the importance of animal welfare attribute and to increase their preference for animal-friendly fashion products. Originality/value Despite the extensive use of animal fibers, fur and skins in the production of textiles, the few researchers who have shed the light on the consumers’ response to animal-friendly products have considered mainly the case of food. Also, the marketing literature gives little explanation of the attitude-behavior gap in ethical fashion consumption. By examining the consumers’ social value orientation, this study provides a better understanding of this gap.

scholarly journals Effects of team unlearning on employee creativity

2018 ◽  
Vol 30 (7) ◽  
pp. 531-544 ◽  
Author(s):  
Makoto Matsuo
Keyword(s):  
Design Methodology ◽  
Positive Influence ◽  
Research Model ◽  
Employee Creativity ◽  
Manufacturing Firm ◽  
Content Type ◽  
Mediating Role ◽  
The Relationship ◽  
Practical Implications

Purpose Although unlearning is considered an essential step for creativity, little is known about the relationship between team unlearning and employee creativity. The purpose of this study was to investigate the mediating role of individual reflection between team unlearning and employee creativity. Design/methodology/approach The research model was tested using multisource survey data from 164 employees in 28 teams at a manufacturing firm and a service firm. Findings The results of the multilevel analyses indicated that team unlearning had a positive influence on supervisor-rated employee creativity, fully mediated by individual reflection. Practical implications It should be noted that employee creativity is not automatically enhanced through team unlearning. Managers should encourage members to reflect on their work practices following team-unlearning exercises for the purpose of enhancing their creativity. Originality/value The findings contribute to the existing literature by demonstrating that reflective practices play significant roles in linking team unlearning with employee creativity. This study explored preceding literature examining employee creativity in terms of the unlearning process.

scholarly journals Cooperation, Response Time, and Social Value Orientation: A Meta-Analysis

2020 ◽  
Author(s):  
Giulia Andrighetto ◽  
Valerio Capraro ◽  
Andrea Guido ◽  
Aron Szekely
Keyword(s):  
Response Time ◽  
Meta Analysis ◽  
Experimental Studies ◽  
Value Orientation ◽  
Conflict Theory ◽  
Social Value ◽  
Individual Heterogeneity ◽  
Social Value Orientation ◽  
Cognitive Mechanisms ◽  
Decision Conflict

Recent research at the cross between cognitive and social sci- ences is investigating the cognitive mechanisms behind coop- erative decisions. One debated question is whether cooperative decisions are made faster than non-cooperative ones. Yet em- pirical evidence is still mixed. In this paper we explore the implications of individual heterogeneity in social value orien- tation for the effect of response time on cooperation. We con- duct a meta-analysis of available experimental studies (n=8; treatments=16; 5,232 subjects). We report two main results: (i) the relation between response time and cooperation is mod- erated by social value orientation, such that it is positive for individualist subjects and negative for prosocial subjects; (ii) the relation between response time and cooperation is partly mediated by extremity of choice. These results suggest that highly prosocial subjects are fast to cooperate, highly individ- ualist subjects are fast to defect, and subjects with weaker pref- erences make slower and less extreme decisions. We explain these results in terms of decision-conflict theory.

Social value orientation and conspicuous conservation: A moderated mediation analysis

2021 ◽  
Vol 49 (6) ◽  
pp. 1-15
Author(s):  
Yoon Y. Cho
Keyword(s):  
Value Orientation ◽  
Social Value ◽  
Self Awareness ◽  
Social Value Orientation ◽  
Purchasing Behavior ◽  
Psychological Benefits ◽  
Social Visibility ◽  
Indirect Relationship ◽  
The Relationship ◽  
Conspicuous Conservation

Conspicuous conservation is hard to explain using conventional altruistic theories. In this study I explored whether the relationship between environmental behaviors and proself value was mediated by public self-awareness. Further, I examined the moderating effect of social visibility in the direct and indirect relationship between a proself social value orientation and environmentally beneficial purchasing behavior. Participants in the study were two groups who were presented with two products that had different levels of social visibility. The results demonstrate that proself value was positively related to environmentally beneficial purchasing behavior both directly and also indirectly through public self-awareness. In addition, when consumption of the product was socially visible, the relationship between proself value and environmentally beneficial purchase was strengthened. These findings imply that when product consumption has a high level of social visibility, emphasizing the psychological benefits for the consumer could be an effective persuasive technique in promoting green consumerism.

scholarly journals How user personality and social value orientation influence avatar-mediated friendship

2016 ◽  
Vol 29 (4) ◽  
pp. 688-716 ◽  
Author(s):  
Thomas Chesney ◽  
Swee-Hoon Chuah ◽  
Robert Hoffmann ◽  
Wendy Hui ◽  
Jeremy Larner
Keyword(s):  
Virtual World ◽  
Design Methodology ◽  
Value Orientation ◽  
Data Capture ◽  
Social Value ◽  
Social Value Orientation ◽  
Content Type ◽  
Is Research ◽  
User Personality ◽  
Server Logs

Purpose The purpose of this paper is to study the influence of user personality and vlaues on the number of connections users make, the number of requests for connections that users give out, and the number of connections invitations users receive. Design/methodology/approach This is a field study of 179 participants interacting in a novel virtual world. The world’s server logs are used to capture sociometrics about the users and their interaction. Findings Findings suggest that personality and values influence the number of friends users make and the number of friendship requests users give out, but not the number of friendship invitations users receive. Only one personality trait – conscientiousness – exhibits homophily. Originality/value Perosnality and social value orientation have rarely been studied together in information systems (IS) research, despite research showing the two have an impact on IS relevant constructs. The use of server logs for data capture is novel. Avatar friendship is an under-researched concept in IS.

Social value orientation and work group outcomes

2019 ◽  
Vol 25 (7/8) ◽  
pp. 402-418 ◽  
Author(s):  
Gary D. Jones ◽  
Denise M. Cumberland ◽  
Meera Alagaraja
Keyword(s):  
Work Group ◽  
Value Orientation ◽  
Social Value ◽  
Social Value Orientation ◽  
Content Type ◽  
Group Productivity ◽  
Effectiveness Model ◽  
Group Outcomes ◽  
Improved Model ◽  
Work Group Effectiveness

Purpose The purpose of this paper is to propose and predict an improved model for antecedents to work group productivity. Design/methodology/approach The Campion work group effectiveness model (CWGEM) provides a wide variety of variables or constructs to predict and measure the effectiveness of a team, but suffers from limitations. This paper introduces social value orientation (SVO) and suggests its potential utility as an alternative conceptualization of certain portions of CWGEM, which, based on the literature reviewed, has the potential to explain differences in social support, workload sharing and communication and cooperation within groups, resulting in one measure more efficiently replacing three. Findings A series of testable propositions offering revisions to CWGEM is presented, along with special consideration for the inclusion of SVO as a predictor of work group outcomes. This paper expands on a theoretically developed empirical model that can predict differences in work group production. Research limitations/implications The revision to CWGEM presented here requires empirical validation, but work group conflict could benefit from an additional factor that explains interpersonal conflict, as SVO does. Originality/value The authors’ primary contribution is offering a revision to CWGEM that could provide an improved explanation for differences in work group productivity using SVO and a model that could result in a more efficient and better measure.

scholarly journals THE RELATIONSHIP BETWEEN DISPOSITIONAL ENVY AND KNOWLEDGE SHARING

2020 ◽  
Vol 8 (1) ◽  
pp. 419-437
Author(s):  
Fitnat Nazlı SAYĞAN YAĞIZ
Keyword(s):  
Knowledge Sharing ◽  
Quantitative Research ◽  
Banking Sector ◽  
Value Orientation ◽  
Social Value ◽  
Social Value Orientation ◽  
Quantitative Research Methods ◽  
Orientation Model ◽  
The Social ◽  
The Relationship

According to the “Social Value Orientation” model, the value orientation of individuals is divided into two categories as prosocial and proself. Proselfs (individuals with proself value orientation) are reluctant to share their knowledge. Within the scope of this study, individuals with dispositional envy are described as proselfs. There are studies in the literature in which envy is considered as a feeling and associated with sharing knowledge. However, no study is found on the relationship between knowledge sharing and dispositional envy which is a personality trait. In this study, based on the “Social Value Orientation” model, the relationship between dispositional envy and knowledge sharing is investigated. Knowledge sharing is vital in the banking sector, where knowledge management technologies are used extensively. For this reason, this study was carried out on 175 bank employees in the banking sector. Quantitative research methods were used in the study. Findings show that dispositional envy is negatively related to knowledge sharing.

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